March 2016

03/21/2016

Q: We are struggling to identify a testimonial speaker for our Ask Event.

Our organization provides housing and support to people who are homeless, and many have wonderful stories, but we have not been able to find someone who we think will be comfortable with public speaking.

Thomas in Washington

A: You'll never know until you ask!

The best place to look would be your current and former clients or a family member of someone you serve(d). If they are willing to share their story but nervous because of the audience, start by having someone who knows them well do an interview with them.

They can lead with questions like, “What was your life like before you came to our organization?” The client can respond with their answers in dialogue.

You could tape record this (with their permission) and offer to write up an outline of a script based on their answers and then edit it with their feedback. This might help develop a script that, with practice, could be a great live testimonial speech at your Ask Event.

You could even have them deliver it as an interview at the Ask Event, and that staff member could be up on stage with them if that would make the speaker more comfortable.

03/07/2016

Q: In addition to inviting donors to cultivation events, the Benevon Model says that we should be having personal contacts with our Giving Society donors twice a year. What should those contacts look like? Are they by phone or email or in person?

Micah in South Carolina

A: Personal cultivation contacts are a key element of the cultivation and relationship-building process with your major donors. While Free Feel-Good Cultivation Events are one key way to engage your donors, they are no substitute for getting personal. Personal cultivation contacts allow for a dialogue, so they are always done via phone or face to face. Email also allows for a dialogue. If you are unsure what method of communication is best for a donor, just ask!

The contacts should be based on areas of your work that the donor has expressed an interest in. Perhaps you invite them to a program-related activity or simply meet with them one-on-one for lunch or coffee in your office or at a restaurant. Meeting with a small group of donors to talk about key program accomplishments also “counts” as a personal contact. As you look at your organization’s annual calendar of program events or celebrations, always be thinking of which of your donors might enjoy attending each event, as a way for them to see your mission in action.

With each of these personal contacts, you should be getting to know your donor better and having them get to know your organization better. Each cultivation contact should give you new information that will help you choose the perfect next cultivation contact.

Personal cultivation contacts are made by the executive director or CEO and high-level volunteers (like board members). Think about the right person to call and reach out to that donor. Sometimes that makes a big difference in the response you get.

Finally, make sure that all of your personal cultivation contacts are tracked in your database. These contacts should build on each other as they would in any relationship.

Ready to get started? Contact the fundraising experts at Benevon today to learn more about mission-based donor development and how it will help you create lifelong passionate donors and achieve financial sustainability and improve your major gift fundraising.